Symantec CEO Bennett: 5 Changes Critical To The Turnaround

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Partners were encouraged to sell the entire portfolio, regardless of their niche, client base and skill set, Bennett said. The strategy resulted in Symantec spending 41 percent of its revenue on marketing and sales initiatives, compared with an industry norm of 21 percent to 28 percent, Bennett said. It was a pattern that couldn't sustain consistent growth. A new channel structure will be based on partner capability, commitment to Symantec and aspirations for growth, he said.

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XChange Solution Provider 2015 is finally upon us and the timing couldn't be better. The premier channel event is happening March 1-3 in Dallas, bringing together 225 solution provider decision makers from across North America. CRN is at the event to provide news, analysis and a firsthand take from partners.